Biographical Information
Articles for Ken Thoreson
Mapping Out a New Sales Landscape
28 Dec 2012
Look to custom sales protocols to expedite sales and improve productivity.
The Failure of CRM to Break the Wave Pattern of Sales
13 Oct 2003
As a business progresses, effective and systematic sales management becomes increasingly crucial.
CRM as a Development Tool
14 Jul 2003
A total CRM/SFA solution aimed at sales force--productivity improvement must consider the overall aspects of sales management.
The Downfall of Sales Management and SFA/CRM
14 Apr 2003
Managers' failure to hold salespeople accountable can stall CRM efforts.
The Missing Element
13 Jan 2003
Sales management must create an environment where top- and even average-performing salespeople exceed company goals.